Question: Identify and explain the type ( s ) and level ( s ) of conflict between Chris and Lee. 2 . Assess what you will

Identify and explain the type

(

)

and level

(

)

of conflict between Chris and Lee.

2 .

Assess what you will do if agreement is not reached with Lee, i

.

.,

what is your BATNA? Why?

3 .

Identify the issue

(

)

in the negotiation.

4 .

Rank the importance of each issue.

5 .

Identify your underlying interests in the dispute.

6 .

Decide what your goals are on the issues during the negotiation with Lee.

7 .

Consider how interests, rights, and power may be used to shape the outcome of Lee

s performance review.

8 .

Identify Lee

s default negotiation style based on the social dimension

(

engage vs

.

avoid

),

emotional dimension

(

give vs

.

take

),

and cognitive dimension

(

accept vs

.

redefine

) .

9 .

Determine what negotiation strategy should you use based on your concern for your relationship with Lee and your concern for the outcomes of the negotiation with Lee?

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